Associate Account Executive

About ANX: Founded in 2007 by nurses whose visions for the company are built on client-focused quality care for patients and their families first– ANX is committed to providing expert, reliable care utilizing best practices with an emphasis on community health.

ANX Hospice Care: ANX also provides 24/7 hospice care for individuals with limited life expectancies or for patients no longer willing to seek aggressive medical treatment. Hospice care is provided by our specially-trained team of health care professionals, including a medical director/physician, medical social worker, skilled nurse, home health aide, spiritual counselor and hospice volunteer.

With these strong values, we are able to partner with multiple insurances, offer an array of services, and have been awarded with:

• Best Places to Work (2017 to 2022) - SF Business Times/Silicon Valley Business Journal
• Gold Seal of Approval from The Joint Commission for meeting rigorous performance standards in delivering quality, safe care
• CMS - Center for Medicare & Medicaid Services Certified
• Health Plan of San Mateo Preferred Partner
• Kaiser Permanente Preferred Partner
• Dignity Health Preferred Post-Acute Care Partner
• 5.0 Star Reviews on Indeed
• 4.6 Star Glassdoor Rating with 95% CEO approval

Benefits Of Joining ANX:

• Starting at $65,000/annual as an Associate Account Executive
• Strong market competitive compensation plans
• Medical, Dental and Vision Coverage
• Paid time off, sick time and holiday pay
• Options for FSA, Dependent Care, Commuter Benefits
• Company paid life insurance
• Employee Discount Program

Position Summary of an Associate Account Executive (AAE):

The Associate Account Executive (AAE) is responsible for achieving assigned sales targets and developing new clientele within their assigned territory. He/she will build market leadership for ANX Home Healthcare by analyzing market trends, identifying prospects and facilities, uncovering opportunities for partnership, and developing/deepening business relationships through a variety of on-the-ground efforts, from cold-calling, drop bys, in-service presentations, and traditional marketing techniques. He/she will provide weekly reports on their sales pipeline and conduct annual/quarterly service reviews for top accounts. A successful AAE will have minimal guidance on day-to-day activities managing assigned accounts, supported by other Account Executives and the ANX executive team.

This position is in San Jose

Job Functions & Responsibilities:

New Business Development

1. Work with the team in researching and analyzing market conditions, competitive landscape, and target market profiles to identify potential new partners and clients.
2. Ensure a strong company presence in the area. Utilize cold calling, email marketing, direct mail, advertising, special events, and face-to-face selling to generate awareness.
3. Maintain comprehensive knowledge of industry trends, changes in government regulations, and emergence of new payer groups.
4. Build a network of contacts within target facilities. Maintain a robust database with detailed contact information including emails, birthdays, and hobbies/interests.
5. Develop new business strategies to identify, pursue, and grow high-value prospects including physicians practices, various facility types such as hospital, skilled nursing and rehabilitation, long term acute care, Residential Care Facilities for the Elderly (RCFE), and other senior living settings within assigned territory

Sales & Marketing

1. Manage and nurture relationships with referral partners within assigned territory utilizing a variety of techniques including value-added services, educational programs, and charitable events.
2. Manage and nurture internal relationships with various departments within ANX, such as intake, clinical, and admin, to promote smooth patient transitions and seamless operations.
3. Make sales calls, arrange appointments, generate leads, qualify opportunities and propose solutions to current and potential referral sources.
4. Meet with the biz dev/executive team to discuss sales activities, new opportunities, and potential issues on a weekly basis. Gather/organize account related information and provide input on key customer opportunities or service offerings.

Account Management

1. Assist senior management in developing and implementing monthly account planning and activities.
2. Analyze account performance and develop quarterly/annual account reviews with data on service levels, admission patterns, readmission trends, and other business insights.
3. Act as a liaison between referral sources and ANX to provide information on services and key company updates. Deliver educational programs to maintain positive customer relations and to keep referral sources current on home health service offerings.
4. Maintain comprehensive working knowledge of community resources and assists customers in accessing community resources should services not be provided by ANX Home Healthcare or Hospice Care.
5. Serve as the primary point of contact for patients, referral sources, and the ANX clinical team in maintaining high customer service levels and anticipating any care delivery issues.

Training and Development

1. Participate and complete all Company sponsored education and development events.
2. Participate in special projects and perform other duties as assigned.

Adhere to and participate in Company's mandatory HIPAA privacy program / practices, Business Ethics and Compliance programs / practices, and Company policy and procedures.

Key Performance Indicators:

• Promote a consistent flow of referrals and admits, with a minimum performance level of at least 85% of target quota for Medicare admits as follows:
• Q1 - 3/month or 10/quarter
• Q2 - 5/month or 15/quarter
• Q3 - 10/month or 30/quarter
• Q4 and beyond - 15/month or 45/quarter
• Maintain an active database of 100+ referral partners with critical demographic (age, birthday, location, familial status, presence of children) and psychographic (hobbies, interests, personality traits) information
• Achieve a minimum of 90% retention rate on Top 50 accounts within assigned territory and an active list of at least 50 referring accounts.
• Attain a minimum of 5% annual growth rate within assigned territory.
• Ensure high sales productivity logging a minimum 10 meaningful conversations/day or 50 per week. Minimum thresholds include:
• 5 facility visits/day or 25/week (Top 20 accounts + 5 additional B/C tier accounts)
• 5 patient loopback phone calls/in-person updates per week (OR 50% of patient caseload—whichever is greater) to facility CMs and PCPs
• 5 outreach phone calls/week to new/dormant accounts
• 10 outreach emails/week (based on weekly messaging theme)

Admission Incentives:

Admission incentives are awarded for any production above the admission quota.

Two Parts

Base Bonus + Admission Bonus

Metrics

Qualifier 1

Attain 75% of Monthly Target for admission counts of 15 and above

Qualifier 2

Attain at least 25 Qualified Medicare Admissions in the month to receive Admission Bonus; No Admission Bonus for admissions <25

Qualifier 3

One can earn a monthly bonus without having earned a monthly admission bonus if their monthly target is below 25 qualified admissions

Qualifier 4

Admissions = Qualified Medicare Admissions (Full Episode only, Excludes LUPA)

Qualifier 5

AE Worked the minimum number of hours a month

Qualifier 6

Not on disability or medical leave

Minimum Qualifications of an Associate Account Executive (AAE):

• Outstanding interpersonal, communication, presentation, and customer service skills. Bilingual a big bonus
• Prior sales or customer service experience (1-2 years) in home health or related healthcare industry
• Basic computer competency (MS Office Suite, Google Suite) and knowledge of CRMs, EMRs, and data analytics platforms preferred.
• Ability to travel within assigned territory and sales meetings as required.
• Ability to deal effectively with ambiguity and challenging situations.
• Strong creative problem solving skills, attention to detail, and collaborative mindset